In a nutshell, Lead Generation is the means of driving and capturing interest in a product or service with the ultimate end of increasing sales. A lead is a potential customer or client that is likely to be interested in your product or service and therefore ready for you to sell to. B2C lead generation initiatives tend to be broad, and look to grab a customer’s attention among all the noise made by competitors. B2B lead generation activity, on the other hand, focuses on a potential customer’s key decision-makers. Its goal is to ensure that your products and services are at the front of their minds when the time comes to make a purchase. Lead Generation activities are wide-ranging in nature, but all are designed to attract a certain type of target audience and prospect to a product or service, with the ultimate goal of converting these leads into sales. Activities include – but are not limited to – content strategy, search engine marketing (SEM), email marketing and social media campaigns, and keyword-rich content like a web landing page or blog. Successful Lead Generation strategies typically involve a blend of these.


Lead Generation is a vital way of building and maintaining a great conversion funnel.

It’s a proactive and highly effective way of creating and developing relationships with specific, targeted sales prospects.

Without Lead Generation, you are simply hoping that a prospect of the type in your target group will just happen across your page – and that very rarely happens.

Instead, we propose a consistent, ongoing, and automated process to constantly and efficiently deliver high quality leads:

We prospect the market and target the right segments

We design the online pipeline with the steps and actions needed to drive interaction

We create the content needed for interacting at each step

We automate the process

We constantly deliver leads


There is so much competition online for any kind of business these days, making it all the more challenging for brands, products and services to stimulate and capture the attention of their targeted audiences.

A good Lead Generation supplier will operate on the basis of solid, reliable and accurate data, rather than guesswork or a cold approach.

We use great data analytics to influence decision-making to generate leads with the best potential of being converted into sales. Our process covers the following core aspects of effective Lead Generation:

Gathering the data needed to convert leads

Helping the sales team qualify leads and properly understand them

Providing management with valuable customer insights to enable better decision-making

Providing feedback for generating great volumes of better traffic

Converting existing prospects into leads

How can we help you?

Our team is made up of B2B experts with extensive experience of delivering highly successful B2B Lead Generation campaigns.

These have been executed on behalf of small to mid-size enterprises (SMEs) with product value ranging from $100 to $1.5million and customers with high LTV (lifetime value).

Using eBusiness Institute as your Lead Generation supplier will allow you and your business to get on with important strategic matters while we generate hot leads on your behalf that lead to client acquisition.

As Lead Generation experts, eBusiness Institute will focus only on high-value leads and take the burden of creating an online sales pipeline away from you, so that you have the time to focus on the things you do best, such as developing a better product or service.

We not only create and deliver the whole Lead Generation process from beginning to end but help our clients weave managerial best practices into their businesses that create a great environment for Lead Generation via our Roadmap:

Get in touch with one of eBusiness Institute’s Lead Generation experts


How do I know if my business, in its current state, might benefit from Lead Generation?

If your company doesn’t have a well-established, efficient and high performance Lead Generation process in place, then it’s time to think of contacting Lead Generation experts.

How do I plan setting up a Lead generation process?

The first step is to understand where your company is with regard to lead generation: what does it currently have? What is missing?

The second step is to understand the strategic opportunity: what is the most your company can get out of a strong Lead Generation process?

Finally, you will need to create an action plan to make the change happen – from what it is now to what it should be

What resources are involved in setting up Lead Generation?

There are three large ‘resources’ needed to implement a successful Lead Generation Process: people, technology and finances. With the right team at your side, great results can be generated with the minimum investment.

How do I ensure optimal implementation of Lead Generation?

You need a plan that enables measurement and repetition, along with a specialised team that has the experience and knowledge to handle this transformation, working with a KPI-based approach to measure success.

How do I measure the results brought by Lead Generation? What are the KPIs to follow?

There are many KPI that could be used. Before starting, we assess which are the most adequate and use them to track performance. Some examples are: Conversion Rate = (Leads acquired / Number of prospects), Cost of lead acquisition = (Total costs / Number of leads acquired), Lifetime Customer Value for acquired customers.

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